On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Rhys Williams, Founder and Managing Partner of Domestique Consulting. Capacity planning is the basis of the annual plan and is one of the biggest drivers of next year's success.It also aligns the entire GTM team and establishes a set of assumptions and bets for the path to get there. Capacity planning maps out the resources you need to get you to the goals you want to achieve. It does not simply involve the sales team but also how much marketing you need and all other GTM functions as well.HIGHLIGHT QUOTESTrack close rates on a per-segment basis - Rhys: "It's not just this peanut butter, oh, the entire team closes 33% so we need 3x of that. Where are you going to hire if you're going to hire in the SMB, what's their close rate compared to the enterprise? So you need to look at it on a per-segment basis."Map the top-down capacity against the bottom-up to identify deltas - Rhys: "When you do capacity planning well, you map in all your assumptions based upon historical data. Hey, we've been converting at 33%. Marketing's efficiency is X per MQL, those types of things. And then what you do is when you figure out the delta you have between the board number and your bottoms-up plan, you say alright, what are the bets we can make on different assumptions to close that gap?"You can find out more about Rhys in the links below:LinkedIn: https://www.linkedin.com/in/rhys-williams-24563617/Website: https://www.domestique.info/Check out more Hot Takes and educational episodes on revenue acceleration on the Breadcrumbs website. 

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